Director, Sales - West
PURPOSE -
- Provide strategic and tactical leadership for all sales development in the Western Zone.
Current Account Responsibilities: HEB, Albertson/Safeway Divisions, UNFI, AWG, Target, Costco, WINCO, Hy-Vee and other regional chains.
PRINCIPALACCOUNTABILITIES-
Sales Leadership
- Own and drive the sales strategy for the zone across all segments, channels, and retailers.
- Lead, mentor, and develop a team of four direct reports, setting clear objectives and ensuring accountability.
- Develop strong relationships with key broker management and key account managers.
- Manage the P&L for the zone, ensuring profitable growth while achieving sales targets.
Forecasting & Planning
- Oversee the zone sales forecasts to support demand planning and production.
- Partner with Region Sales Managers in key account planning, aligning both short-term and long-term strategic goals with customer priorities.
- Drive internal alignment on volume and financial projections with cross-functional teams.
Trade Management
- Lead the accountability of trade spend management to maximize zone ROI and ensure compliance with the company's trade policies.
- Collaborate with the internal finance team to optimize trade spending and deliver budgeted margins.
- Analyze trade effectiveness to identify opportunities for growth and improved performance.
- Lead team through negotiations including contracts and pricing.
- Ensure timely completion of Order to Cash initiatives maintaining less than 15% aged balances.
Business Planning
- Foster strong partnerships with key customer decision-makers to influence category growth initiatives.
- Monitor and adjust business plans to ensure continued alignment with evolving market and customer needs.
- Address and resolve customer issues and concerns promptly and effectively.
Market & Customer Insights
- Stay ahead of market trends, competitive activity, and customer insights to inform sales strategy and execution.
- Provide thought leadership on category and shopper trends, influencing innovation and in-store execution plans.
- Leverage data-driven insights to identify growth opportunities within the shelf stable proteins
Collaboration
- Work closely with internal Marketing, Category Management, Supply Chain, and Finance teams to ensure alignment on go-to-market strategies.
- Ensure effective communication and collaboration between the sales team and cross-functional partners.
- Prepare and participate in company leadership team meetings on scheduled basis
- Prepare and participate Monthly Business Reviews (MBR) and quarterly board meetings
KNOWLEDGE/EXPERIENCE/COMPETENCIES-
- Must live in Central/Mountain/Pacific time zone
- 10 years of overall professional experience in CPG sales and 5 years of sales management
- BA in Business Administration preferred
- Broad knowledge and experience in Grocery Trade gained at successive levels of responsibility in multiple areas of Headquarters and Retail Levels
- Strong strategic thinking and problem-solving abilities
- Excellent leadership and team management skills
- Strong track record of successfully collaborating with other functional teams
- Executive presence and comfort around sharing vision/strategies with senior management
- Strong ownership for results and how those results are achieved for the team
- Superior negotiation and communication skills
- Financial acumen and budget management skills
- Ability to build and maintain strong customer relationships
- Ability to travel 25%, occasionally working evenings and weekends as needed for special assignments
- Ability to lift and carry 35 lbs. repetitively
If you have a disability and cannot apply online, please mail your resume and cover letter to:
StarKist Co.
1875 Explorer Street
10th Floor
Reston, VA 20190
ATTN: Human Resources
Please note: this option is for individuals with disabilities only.
StarKist Co. is an Equal Opportunity Employer. We enthusiastically accept our responsibility to make employment decisions without regard to race, religious creed, ethnicity, age, sex, sexual orientation, gender identity, national origin, religion, marital status, registered domestic partner status, medical condition, disability, military service, pregnancy and related medical conditions, or any other classification protected by federal, state and local laws and ordinances. EOE/AA/M/F/Vet/Disability
